Rita Is a Real Estate Agent Who Has Been Dealing

question 29

Multiple Choice

Rita is a real estate agent who has been dealing with a client for the past two months.Her client has seen several places but has been indecisive the whole time.What should Rita do to in order to successfully close the deal?

• A)Stay quiet and keep showing more houses
• B)Let the client find another real estate agent
• C)Ask the client's opinion on what she liked
• D)Convince the client by showing the benefits of one of the houses which meets the client's needs
• E)Tell the client that she will cut her sales commission by 50% if she purchases a particular house

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Definitions:

Desired Behavior

A specific action or pattern of actions that an individual or system aims to elicit or establish as routine.

Positive Reinforcement

A process in behavior analysis that involves the introduction of a favorable stimulus following a desired behavior.

Shaping

A method in behavioral psychology where successive approximations of a target behavior are reinforced until the desired behavior is achieved.

Successive Approximations

A technique used in behaviorist psychology, involving the reinforcement of behaviors that are increasingly similar to the desired behavior.